“Maersk should focus on end-to-end logistics. There are still so many opportunities in that space. They should start improving the current setup and make incremental changes, but I definitely also see opportunities for them to venture into new areas.”
The above comment is made by a logistics executive of a globally leading sportswear manufacturer, taken from the more than 1,000 anonymous, in-depth and wide-ranging customer conversations that A.P. Moller - Maersk has carried out over the past few years. In a perfect world, the logistics executive would want to work with one vendor across all transportation needs and use the shared capabilities to optimise the supply chain.
In addition, the executive is looking for transparency: “With USD 400,000 of value in each container, it’s amazing that no one has solved this issue yet.”
The feedback on the improvement potential for container logistics as an industry shows that Maersk holds a unique position to drive logistics forward. On the one hand, it confirms the validity of integrating across the Transport & Logistics division. On the other, it also indicates a desire for even further, differentiated improvement, which has prompted Maersk to initiate a needs-based customer segmentation project.
Starting in Maersk Line, the work has been expanded to cover logistics and hence the potential of the entire Transport & Logistics business.
Looking beyond cost
The feedback shows that all customers want reliability, i.e. a strong network and competitive cost. However, the importance varies when compared to drivers that allow customers to lever logistics as a competitive advantage such as innovation and agility. Thus, the project has identified different segments that can make it easier for the Transport & Logistics division to cater for individual needs.
Any customer requiring logistics will fall into one of the segments. While they can, of course, have specific individual needs, it is expected that serving customers based on differentiated value propositions on a broad scale is a better way to meet their needs and enable them to grow more effectively.